After weeks (if not months) of effort, you and your client finally get to the closing table. Everything goes off without a hitch, they’re thrilled to finally take possession, and you’re thrilled to finally get paid.
So what happens next?
For some agents, it’s time to pivot all of their focus to snatch up the next shiny new lead and start chasing after their next deal…all before the ink on their commission check is even dry.
But if you understand the true value of your client relationships, you know that closing a deal shouldn’t mean closing a door. You recognize that your sphere of influence, including past clients, is the best source for reviews and referrals — so nurturing those relationships is still a high priority, even after closing.
If you want to ace your clients’ post-closing experience, this post is for you: Our top ten do’s and don’ts for maintaining a strong connection with your clients after the transaction is complete.
The top 10 post-closing do’s and don’ts
- DON’T ghost your clients
- DO follow up after closing
- DO recommend contractors, vendors, and other services
- DON’T wait to ask for a referral
- DO show up when they are moving in
- DON’T forget a closing gift
- DO keep nurturing
- DON’T forget their home anniversary
- DO host client and community events
- DON’T think of them as ‘past clients’
❌ DON’T ghost your clients
It happens all too often — and it’s not a great look. After all, you’ve been in contact with your client almost daily for 30+ days to deliver a stellar closing experience. No one wants to get dropped like a hot potato once the deal is done.
But while some clients may not notice or care that they’ve fallen to the bottom rung of the priority ladder, others definitely will. And guess which ones are probably more likely to write a review of your services?
Your existing clients are your best, most ROI-friendly sources of future business. Show them they’re a priority, not a number.
- ✅ DO follow up after closing
Just because the transaction is over doesn’t mean the agent-client relationship is over. You should definitely still check in with them as they move house and get settled in. Aim to follow up seven days after closing, and then again 30 days after closing and see if there’s anything you can do to make their transition a little easier.
This is also a great time to address any outstanding issues, such as signs or lockboxes left behind, unexpected fees, etc. If there’s a sour taste left in your client’s mouth after the transaction for any reason, you want to resolve it stat.
Also, keep in mind that if your client doesn’t move into their new home right away, you may want to adjust the follow-up cadence to be better aligned with their actual move-in dates.
✅ DO recommend contractors, vendors, and other services
Whether your clients went for a fixer-upper or a brand new build, odds are they’re going to have a few projects around the house after they move in. And you’ve probably got a handy-dandy list of expert connections who are ready to tackle the work.
Make it easy for your clients to get the help they need by offering to recommend trusted professionals who will get the job done right. Not only can these service providers help reinforce your great reputation with your clients, it can’t hurt to generate a little goodwill with your network at the same time.
Psst! If you’re a Preclose user, you can recommend and even share content from your top list of trusted providers straight from the client dashboard via Decision Pages.
❌ DON’T wait to ask for a referral
Wanna know a secret? Asking for a referral after the transaction is closed is kind of like asking for a dessert menu after your date has already paid the check. It’s not that you can’t do it…it’s just not ideal.
The smarter strategy is to ask during the transaction — you just want to make sure it’s not too early and not too late. For step-by-step tips to bring in more referral revenue, check out our full run-down of when and how to request real estate referrals.
✅ DO drop by while they’re moving in
Moving day is a big day for your clients. If you’re able to, drop by while they’re moving in to say hello, see how things are going, and offer additional help if needed. You’ve already brought them through shark-infested transaction waters, so if nothing else, why not be there to help them celebrate new beginnings in their new home?
Save your clients from unnecessary headaches. With Preclose GO!, communication and collaboration is so simple and transparent, your buyers and sellers will be referring you to everyone they meet.
❌ DON’T forget a closing gift
A thoughtful closing gift can be a fantastic cherry on top of your spectacular client experience sundae. It doesn’t have to be extravagant. In fact, it can be as simple as a pizza and drinks — an especially great choice for those do-it-yourself movers who may be working up a sweat while they unload their truck.
Want to make sure you knock it out of the park with your closing gift? We’ve got you covered with 20+ client gift suggestions, plus tips for how to nurture your customer relationships with gifts.
✅ DO keep nurturing
Speaking of nurturing…you gotta keep it up. Here’s why.
According to the US Census Bureau, it’s estimated that the average person will move nearly 12 times over the course of their life. That means even if you just found your clients their dream home, it may not be their dream home for long. Could be 10 years, could be 2 years…you never know when they’ll be looking for their next dream home, vacation property or rental investment. And if you’ve played your cards right in the interim, they’ll know exactly who to turn to.
To make it super simple, set up an automated post-closing email sequence chock-full of helpful, relevant information that ensures you’ll be their go-to resource for all things real estate.
❌ DON’T forget their home anniversary
There are many great opportunities throughout the year when you can check-in with past clients and keep the connection warm. That said, they’re also probably being inundated with Happy Birthdays and Happy Thanksgivings from their friends, family, and just about every other mailing list they’ve ever subscribed to.
But as their real estate agent, there’s one day that’s yours alone to celebrate with your clients: their home anniversary. And while they may not even remember the exact closing date themselves, it’s a great chance for you to pop up on their radar and make them feel special.
✅ DO host client and community events
Getting involved in your community and giving back are some of the best ways to reconnect with existing clients…and find new ones. Whether it’s a catered barbecue, block party, or charity food drive, you can use the event to help bring people together, strengthen client relationships, and bolster your reputation as the agent or team who always puts the client first.
❌ DON’T think of them as ‘past clients’
For top-performing team leaders like Taylor Hack, there’s no such thing as a past client. As he puts it, that’d be like saying, “Yeah, she’s my ex-wife.” He prefers to identify them as current clients, so long as the relationship is still strong.
Changing your perspective from ‘past’ to ‘current clients’ can help shift how you react to them. Instead of seeing a done deal, you see a person you’re still invested in.
And when you treat your clients like ongoing relationships, they’re more likely to treat you like one too.